For Business Process Professionals

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	September 13, 2007 Case Study: ConAgra Sales Operations And Inventory Planning by George Lawrie with Sharyn Leaver, Elisse Gaynor

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Executive Summary

Mastering demand management requires forecasting improvements and the data and tools to determine how best to build inventory for future consumption. ConAgra Food's demand management process illustrates best practices in implementing an integrated sales operations and inventory planning process. The result? ConAgra eliminated five days of inventory from the supply network, grew revenues by 2% annually by improving in-store availability from 97% to 99.5%, and improved return on capital by 12% by reducing forecast error from its peak of 40%.

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